Ryan Pineda Shares How 2020 Has Been His Best Year Ever Despite The Pandemic

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disrupters. Today, we have Ryan Pineda for round two, and he's going to share how 2020 is his best year yet despite the pandemic. If this is your first time tuning in, I'm Steve Trang, founder of the Offer Fast Homes app, the only MLS for off market wholesale properties. And I help entrepreneurs create businesses that support their family lifestyle and goals through mentorship.

And I'm on mission to create 100 millionaires. I do get asked all the time how I'm able to get so much done and so little time, how I stay focused and motivated. So I'm actually gonna be doing a little mini series on how to get more done in less time. If you wanna join me on the calls and how we do that, send me a message on Instagram. I'll send you a link, to register for the calls.

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You ready?

Ryan Pineda: Dude, all I gotta say is, I've listened to you do that, like, a 100 times and you do it without any edits. That's impressive, dude. Thank you.

Steve: Thank you. I've had about, let's see, a 120 practices.

Ryan: Yeah. But, you know, there's no editing. You just perfect.

Steve: Yeah. Well, thank you. Thank you. So I think first question is, why are

Ryan: you here? You asked me to be, dude.

Steve: I did ask you to be here. This is true. Yeah. But there's, we're talking about I think something happened, right, back around March. Right.

And there was a little bit of nervousness about what's going on. Right. And we kinda kinda got corralled. We shared some ideas. But you persisted and you're still doing well.

Right. Right.

Ryan: What do you attribute that to? Well, you know, obviously, the world's a much different place than it than it was, three, four months ago. And just so we know, like, from the media, they tell us Arizona's the the hotbed and

Steve: Mhmm.

Ryan: So I was even kinda skeptical of coming here.

Steve: Right.

Ryan: And I think it's that's the feeling that everyone's having for anything, let alone investing. Right? So anytime investing comes into play, people are usually gonna lean on the conservative side on, you know, what to do. And, you know, when I looked at everything back in March and as it was going down, I had a choice. I could say, well, we could play it safe and back off, which a lot of people did.

Or I can say, well, is it going to be as bad as we think? You know, should I take a risk while everyone else is backing away? And from looking at everything, I was like, you know what? I'm just gonna take a risk.

Steve: Right.

Ryan: You know? We just started buying up all of these deals because everyone was backing out. You know? I was having realtors hit me up that I hadn't talked to in years.

Steve: Really?

Ryan: Yeah. Because they were like, hey. You know, my seller is selling and then open door backed out or whoever backed out. The buyer lost their job. They couldn't get a loan, and my seller is already moving to another place.

You know? We need somebody to buy this right now, and we know no one else is buying. Right.

Steve: And I

Ryan: was like, well, there's always a price, you know. And so before, you know, we had certain margins we are going for in Vegas. Typically, $20 was our minimum.

Steve: Mhmm.

Ryan: And then it was, was, like, well, we're not doing a deal unless we can make 40. And then all of a sudden, we were getting a ton of them. I was, like, dude, people are really gonna give me these for, like, $40.50 grand profits, like Yeah. A lot of them. And I just bought them all.

Because in my mind, I'm like, at that point, how can you really lose? Yeah. You know, even if things drop, which I don't think any recession really drops overnight, you know, this isn't the stock market. Real estate takes time. Yeah.

I just figured, like, even with a drop and you have that big of a discount, you'd be foolish not to buy.

Steve: Yeah. And I think there was something interesting. Right? Because, we're all doing our things. We're all living our lives.

And then I get this Facebook message. Right? Ask him Carlos. Right? And there's, like, I I don't know, like, 10 no.

Fifteen, twenty of us. Mhmm. It's like, guys, we need to do a call. Right? Like, guys guys, we need to do calls.

Like, okay. Yeah. I'm in. I'm game. Right?

And so we jump on the call, and Carlos is leading it. And I think you and I were on opposite ends of the spectrum. Right. Right? You're like, this is bad, guys.

This is real bad. Right. And I'm like, well, everything's gonna be totally fine.

Ryan: Yeah.

Steve: Yeah. Right? And then I became more realistic over time. Right. But, you know, we talked about was there was you were buying houses if it met a certain number.

Right. And I don't have a history of flipping houses. I don't wanna flip houses. But it came to a point where I was like, well, I will buy houses. If no one else is buying it, then I'll start buying it if we could hit these margins.

Ryan: Right.

Steve: And then I remember Jared, we were talking I mean, we love laughing at Jared. He's an awesome dude. Yep. And he just is just countering every email with a stupid low offer.

Ryan: Right? Yeah. Yeah. You did that, like, a month ago. I got about 20 offers from Jared.

Steve: I also got I only got one. But Yeah. Like, he's just countering every wholesale with 65% minus repairs.

Ryan: Right. Right.

Steve: Right? And there's 65% on that, like, top. It's 65% of, like, average. Right. Right.

Right. Right. So but I think there was something interesting that happened there is that we have this concept of, you know, we gotta do what's, we gotta hold our secrets. We gotta protect ourselves. We can't share.

And but there's this community where we're all sharing what's work like, how are you adjusting? I thought that was a pretty cool thing. Do you you wanna share your thoughts on that?

Ryan: Yeah. You know, so I I think I was probably one of the most pessimistic. Mhmm. And, I mean, here's the deal. I'm pessimistic from the view of the economy as a whole.

And I have an economics background, and I study this stuff. And, I mean, the economy's bad. Yeah. We're in bad shape.

Steve: It's really bad. Yeah.

Ryan: And I I said, dude, guys, you don't get it. Like, this is gonna be really bad. But from a real estate perspective, we had a lot of things that made it so, hey. It's still okay to invest. I mean, we still had ultra low supply when it hit.

I mean, we were headed for double digit appreciation in Vegas anyways. I'm sure Phoenix was it was popping too.

Steve: Yeah. We're looking we were we were shooting, I think, like, 10 to 12%.

Ryan: Right. And so I'm like, even with the economy being really bad, that doesn't mean that real estate is going to be bad. Yeah. And in fact, it means that there may be better opportunity. And that's what I did.

I said, look, even though I think the economy is really bad, I'm still gonna buy. Mhmm. You know? And I didn't realize that I would be, like, the only guy buying. And, like, in Vegas, if you tried to sell a deal in March or April Yeah.

I was the only one buying it.

Steve: That's kinda crazy.

Ryan: Yeah. And you figure it's a big city, and I just every flipper I knew, everyone was running away, and they're like, dude, you're crazy.

Steve: Mhmm. And I

Ryan: was like, alright. Whatever. And at the end of the day, I kinda switched my buy box like we were talking about. Yeah. I want bigger margins.

But I did some things to diversify my risk. You know, one of them was, hey. Let's really only go after hotel type deals. Stuff where we know we can get it back on the market in less than a month. Right.

Because time's your enemy with risk. If you're doing a new build right now and it's gonna be ready in a year, you don't know what the world's gonna look like in a year. Right. You know? And if you're doing just, say, a $100,000 remodel, it takes you four or five months.

Like, you don't know what the world's gonna look like. And

Steve: I would say that still is true today.

Ryan: Yeah. Absolutely. I'm not doing those. Yeah.

Steve: You know?

Ryan: I But anyone that's

Steve: listening right now that's, like, man, kinda on the fence, You can still do this. Right. Just don't do a heavy remodel. Right.

Ryan: So we switched to just doing, you know, light remodels, very safe homes, safe deals, you know, not buying luxury because luxury is the first thing to fall in a recession. Mhmm. And it was interesting. During all these months where there was such high employ unemployment, which there still is, but not like it was, we actually saw our best product not selling, which is the cheap entry level home. Really?

Because those are the people who lost their jobs. Yeah. So we couldn't sell them. What we saw was people in the 3 to $400,000 range who still had their jobs. They're self employed, whatever.

Interesting. Those were flying off the shelf. I was like, this is so funny. Like, this is a weird time we're in. And, eventually, once those people got their jobs back, that stuff flew off the shelf.

Now we're back to record low inventory. And so, you know, you see people buying again now. I mean, we don't have the big I buyers yet. I think they will return at some point. Man, why

Steve: are they only active here?

Ryan: I know. I think they'll return at some point, maybe in a different form. Maybe they'll have wisened up and not offered so much. But, you know, we we really reap the rewards those three months. I mean

Steve: Yeah.

Ryan: We bought, I would say, I don't know, 25 homes during that time. And it's like, you got 25 homes at 40 k average profit. It's a million bucks.

Steve: Yeah. So That's incredible. So that was, you know, that three month window, what about today? Are you still the only buyer or are there more buyers now?

Ryan: No. I mean, people have returned now today. I think it took time for people to become believers. And, you know, our market, just like Phoenix, is super hot. Our stuff is flying off the shelf, so I think it gives people, you know, a sense of security.

But it's funny because I don't think people should feel that way because, you know, whenever you're late to the party, that's usually a bad sign.

Steve: Right.

Ryan: And it's like, okay. Yeah. Everybody's buying them now. But now we're pretty deep into this and it's like PPP is running out running out. PPP is running out.

PPP

Steve: is running out.

Ryan: Yeah. The idea is that it's gone. You know? I mean, the people who should've got their jobs back pretty much got them. I mean, like, yeah.

There's some places still not open yet. But, I mean, for the most part, businesses have either adjusted and not needed those people anymore

Steve: Mhmm.

Ryan: Or the businesses are bankrupt.

Steve: Yeah. You

Ryan: know, that's what it is.

Steve: Right. And you're in Vegas. Right? And that was, like, for me, I was looking at the two places I was most concerned about was, like, Vegas and Houston. Yeah.

Because Vegas, because of the is so tourism heavy. And in Houston, how how reliant they are on oil Right. And oil's gone.

Ryan: Yeah. Yeah. Well, we got Teslas now. So Right. You know, we don't need it.

But I would just say, it's interesting, man, because every every business in the whole world is adjusting to what has happened.

Steve: Yeah.

Ryan: You know, you're seeing businesses go more virtual. You're seeing them lean out. I mean, that's I feel like this event has fast forward the best five to ten years.

Steve: Yeah. A lot of changes that should have happened already Right. Happened already. Okay. So, there was a mastermind you were telling me to get into.

Right. And I completely disregard you. I completely ignored you. Right? You You wanna talk about that?

Ryan: Yeah. So, you know, I joined a mastermind back in December called Collective Genius. Mhmm. And amazing mastermind, and I'm a part of a few different ones. But this one definitely has the most high level people in it, and it was easily the best thing I did, you know, joining that and getting around those people and building those relationships and then just really, you know, like they say, iron sharpens iron.

Like, you're gonna get better hanging around bigger people.

Steve: Right. How has that impacted your business?

Ryan: Well, honestly, I don't know that we would have been able to do what we did during the pandemic. Like, as we're still in it. But during this time, had I not joined that mastermind because it set us up in a lot of different ways. You know, the first thing was we got hooked up with Doug Hopkins, who you've had on Mhmm. And, who I'm seeing after this.

And, you know, he got us set up with TV. And everyone in Phoenix has probably seen his commercial. Now everyone in Vegas sees our commercial, you know. Yeah. Same same exact thing.

And, you know, meeting him and Darren was just a great way to do it. And it's totally changed my philosophy on marketing where everyone else is doing one thing with texting and cold calling and all that. We're going the contrarian route of, hey. Let's be on TV. Let's be on billboards.

Let's, like, do what the lawyers do and just be a dominant, you know, market force. And so that's the angle I'm pushing now, especially with everyone, like, trying to cut back on marketing. Mhmm. Where we Yeah.

Steve: You went hard when everyone else is

Ryan: Yeah. I was like, I'm just gonna do it. And it's only because I joined that mastermind, and I was in the position I was in because we did that. You know, it

Steve: helped us get reorganized. We changed talking about it before the, before the pandemic. Yeah.

Ryan: Yeah.

Steve: Right? Because you were in town. We were hanging out for a little bit because you were in town filming a commercial. Like, what are you doing out here? It's like, I'm filming a commercial with Doug Hawkins.

Like, why are you doing that?

Ryan: Yeah. Yeah. And we had reorganized. We said, we're gonna you know, we've been successful at this point, but you gotta adapt as a business. Everyone does.

Does. And so I said, let's do it this way. Yeah. And I took myself out from the top of being, like, the manager of everything, put Sean Bob up there, and I brought myself down to being an acquisitions guy. And because I realized over time, I'm like, Doug goes on his own appointments.

Mhmm. These guys do, you know, I realized over time, I'm

Steve: like,

Ryan: Doug goes on his own

Steve: appointments. Mhmm. These guys

Ryan: do crazy amount of deals, and he still goes on appointments.

Steve: Oh, he does, like, 1,000,000 a month.

Ryan: Yeah. I mean, it's whatever. And, you know, I said, okay. If if it's good enough for Doug, it's good enough for me. Right.

And so I started going on appointments, and it was crazy. Like, I realized I'm like, dude. Okay. If I am our best sales guy, I should go on appointments, you know, when it matters.

Steve: Yeah.

Ryan: You want your best hitter hitting when the situation's on the line. So I took the baseball analogy and ran with it. But I wouldn't have did that if I didn't join the mastermind. Right. The other part of the mastermind was I got hooked up with a guy named Gary Harper who, I think you know.

Great dude. And, yeah. Great dude. He came to my office in January, paid him him a lot of money.

Steve: I dropped a lot of money

Ryan: at the start of the year

Steve: Yeah.

Ryan: In in faith that it was going to set us up really nice, and it did. He was part of the reason why we reorganized. And so by the time that we put everything together, we were, like, running. And by the time COVID hit, we had already, you know, been doing deals, like, really crushing it. And so it was like, hey.

We're ready to keep doing this and keep it going.

Steve: Yeah. And I'm planning on having Gary come out here for myself personally.

Ryan: Yeah.

Steve: And he's gonna be coming on the show at some point. Maybe I should just have it so, like, he can help me with my business, and then we'll have a show.

Ryan: Dude.

Steve: Easy. But I think that you mentioned, like, the mastermind. And so, like, when was it that you called me as, like, dude, you

Ryan: gotta join this mastermind? It's probably freaking while I was there, man.

Steve: Yeah. And I was like, no. I'm good. Yeah. Right?

And then Gary is the one that recommended me to join in as a as a sales trainer. Right. I was like, alright. Let's check this out. Right.

And then I sent you a message, like, dude, I was wrong.

Ryan: And I'm like, I'm gonna frame this.

Steve: So I think that's one mastermind. You said your other masterminds. What are the other masterminds that you're in?

Ryan: So I'm in another one called, like, Next Level Mastermind. Mhmm. You know, I run a mastermind for my own coaching program. And then we got your mastermind we're going to tomorrow.

Steve: Right.

Ryan: So around a lot of high level people. I mean, I wish I came up with all these, like, brilliant ideas, but I don't.

Steve: Yeah. Well, I wish I came up with all these ideas too, but I'm really glad that you can actually invest in yourself to find those Right. Ideas. I mean, you said you dropped a lot of money in the beginning of the year. Right.

But it's compounded Oh, yeah. Dramatically. It ain't even

Ryan: it ain't even a question.

Steve: Yeah. So one other thing that's fascinating is, our friend, Kong, in Washington

Ryan: Yeah.

Steve: Right, said, alright. Ryan, Steve, you guys need to start doing TikTok. And I was like, yes, Kong. I'll do it. Right.

And I posted one video. Right. You're kicking my butt a little bit. Right. Let's talk about that.

Ryan: Yeah. So that was also part of the mask. That's how I met Kong, was that collective genius.

Steve: Okay. Yeah.

Ryan: I didn't know him before. I just man, I seen this little crazy Asian guy. I'm like, who is this guy, man? He's like, he's out of this world. Lots of energy.

Steve: He's like a little tiny Brent Daniels. Daniels.

Ryan: Oh, yeah. Easily. And, I was like, I like this guy, though. So we met we met there. And then, on our second mastermind, which, you know, is done every quarter, you know, him and I got to chatting in San Diego.

And while we were actually at that mastermind, that was when it started to get serious with the pandemic. Like, they canceled the NBA. They did all that. I was like, okay. It's about to go down.

And Kong, while I was there, was I did a presentation because in the the mass run, you have to give a presentation. And I did mine on social media. I said, hey, guys. My best ROI is social media.

Steve: Mhmm.

Ryan: You know? Being on this show right now will make me money. Right. I will get a deal. I'll do something that gives me an ROI, and it cost me nothing.

Right? Yeah. So social media, if you do it right, will make you money. And so I did this whole presentation. I actually got the belt for the group, which is the best presentation.

Steve: Mhmm.

Ryan: So they liked it.

Steve: Yeah.

Ryan: And Kong was like, you gotta get on TikTok.

Steve: You can't be giving no presentation and you

Ryan: ain't on TikTok. And I was like, okay. I'll get on TikTok. And, I didn't know how to use it. And I'm like, it's stupid kids dancing around just like, this ain't

Steve: my personality.

Ryan: Right. And over time, during the pandemic, being at home, nothing to do, I'm like, I guess I'll film some TikToks.

Steve: I still remember that. Yeah. Because you I saw your first one was, like, what investors do during the pandemic. Yeah. So that's when it started.

Ryan: Yeah. Because I was just like, I have nothing to do. Like, I'm just gonna film TikToks. And, I think right now, I have, like, a 130,000 followers in, like, three months. Yeah.

And these aren't paid for followers or shout outs or any like, these are just they've happened.

Steve: Right.

Ryan: And TikTok has been crazy, in many different ways. I've met a couple of, like, big influencers

Steve: Mhmm.

Ryan: Who want to invest in real estate, and so they they're gonna be a private money source. Wow. Yeah. And that's from TikTok.

Steve: I need to really do it.

Ryan: I know. We've gotten some agents. I've gotten some students. Like, it's legit. And Agents?

Yeah. Dude, there there are realtors on TikTok.

Steve: Man, I'm really missing it. I really should've listened to Kong.

Ryan: You should've. And, I'm just like, man, I saw Gary v talking about this, like, for years. Years. You know? TikTok, LinkedIn.

TikTok, LinkedIn. It's all he talks about. Yeah. He freaking you would think he's getting paid by him. Maybe.

But, I'm like, I wish I would've just did what he said because even though I've grown really fast, like, I can't imagine what it was a year ago, how quick you could have grown. Yeah. And it it will and who knows? I mean, they just came out of thing yesterday. They're like, The US is gonna ban TikTok and who knows?

I mean, it could just have been a waste of my time, but we'll see. Well, but you still already

Steve: got the ROI. Right? You got the relationships. You got the connections. You got agents working for you, which is news to me.

Right. So I think that's phenomenal. Right. And then I think you also said that it's feeding into your YouTube channel, which is another Right. Venture.

Ryan: Right. So right with TikTok, that was when I started looking at YouTube. And it's funny because, like, everyone knows what YouTube is. But Yeah. Me personally, I didn't watch YouTube at all.

You know? I just Instagram was what I pretty much did if I was, like, bored. But YouTube was like, I don't have the patience to watch a ten, fifteen minute video. I don't. And I just like, I had so many people on Instagram saying, dude, you need to get on YouTube.

Your content's good. You would do really well. There's not many, like, big guys making consistent content, you know, on YouTube. So I said, alright. I'll check it out.

Tell me who are the best guys. And so I looked him up, and, one of the guys we were just talking about was Graham Stephan, who I made a video on. And, he had a YouTube course, and I was like, I'll just take his course. Like, I'm always down to learn. Mhmm.

And I saw how much money he was making on YouTube. I was like, I'm gonna I'm gonna, like, go pretty hard at this. Like, this is ridiculous what these YouTubers make. Right. So then I became a believer.

Steve: Yeah. And so one thing that was really impressive. Right? I was actually so I have have my weekly calls with Jamil. I was like, Jamil, like, you got your YouTube channel.

Make sure you subscribe to Ryan. I hate how well he's doing this past. But we both got to subscribe to Ryan. So you got two subscribers from that call.

Ryan: Oh, sweet.

Steve: Because we got to see, like, what's working really well. Right? And right off the bat, your first video looked like you've been doing this for some time. Right. And so that's one of the things that's really impressive.

Right? You could just go out and make a YouTube channel. Anyone can make a YouTube channel. But you did the research. You made it look good.

Mhmm. I was like, who's your editor? He's like, my wife.

Ryan: Shout out to my wife.

Steve: But you did really good work. And I think that's, like, something, you know, to for people to see as well. It's like, if you're gonna do something, you gotta do it right. Yeah. You know?

You can't just, like, just throw spaghetti on the wall. Right.

Ryan: Well, look what we got. Like, I've been, I've been vlogging this whole trip. You know? I should turn it on right now, but I won't. But, yeah, you know, it's like, it takes just as much I mean, it takes the same amount of effort and time to do anything.

So you might as well just do it to the best you can.

Steve: Yeah.

Ryan: And when I decided that YouTube was worth worthwhile after seeing what everyone had been telling me for years, just like TikTok, they're like, you gotta get on YouTube. You gotta get on YouTube. And, I think somebody had even told me about Brent, who you were just talking about, like, you know, what he's doing on YouTube. And I was like, man. I mean, all these guys, it's not like they have millions of subscribers.

Like, they're doing a great business with, you know, a few, like, 10,000, 20,000, 30,000. And, then you see a guy like Graham who's got 2,000,000, and you're like, okay. You can make some major money, like, multiple millions every year, and it's risk free. I don't gotta go risk all my money on all these flips. I all I gotta do is just make some cool content.

So I was down with it after I really understood, like, understood, like, what it was about. But then the next question was, like you said, is, like, okay. It's one thing to know what's possible, but how do you actually execute? Mhmm. And that was why I was, like, okay.

I need to watch the people who people like. And so I just watched Graham's stuff, because he's the best. He is. And so I said, I'm gonna learn from the best. Just like in the the real estate business, after I got hooked up with Doug and what he was doing on TV and seeing how much he makes every month, I said, you know what?

I'm gonna throw everything I know out the window. Alright. And I'm just gonna pretend I know nothing and see, like, hey, if I'd learn it from the best, what's it look like?

Steve: Yeah. Come in with an empty cup.

Ryan: Yeah. And that's what I did with YouTube, and it's it's been super successful for just starting out. And it's only because of, you know, emulating other people, learning from other people.

Steve: Right. So TikTok helped you get hard money or private lenders. Right. And real estate realtors that work underneath you. Right.

Because you also own a brokerage for those guys that don't know. Right. What has YouTube done for your business? So

Ryan: YouTube, you know, I've only been on it for two months. And I I I mean, I'm releasing three videos a

Steve: week right now. Which is crazy. But you talked about you told me it's actually not that hard for you. No. And I'm actually

Ryan: probably in next week, we'll start doing five a week.

Steve: Yeah.

Ryan: But YouTube's been great. I don't I don't think we've gotten any deals from it. But like I said, I have a coaching program. I've already gotten a couple of students from it. Mhmm.

And when I think about it, YouTube is kind of the ultimate way to go about it because let's just say you're on Instagram. Right? I follow Steve. If I follow you, yeah, like, all I can do is look at your pictures. You know?

Like, that's it. Like, how do I know how legit Steve is? Well, I can look at your stories. Right? But they're not there forever, and they're only fifteen seconds.

Yeah. And so it's like, I'd have to follow you for a certain amount of time to really know if you're legit.

Steve: Yeah.

Ryan: Whereas YouTube is a catalog of everything you've put out in long form.

Steve: Right.

Ryan: You know? So if I have a 100 videos, someone could binge watch all 100 and come away knowing within a week, like, I want Ryan to tell me what to do because, like, I I can see it. He's legit. Whereas you can't do that on other platforms.

Steve: Right. You know what's funny? Well, that funny. Terrible. It was a terrible waste of time.

But I had someone this morning, come to my office 9AM because there's an agent in my office who's listed at her house. She's old. And his first name is different than what's on the department real estate. So she's like, let me look this guy up. He's not real.

Let me look up his his his, his boss Yeah. Who's closed his office because his lease expired and he didn't renew it. So on Yelp, it's closed. So that's two flags. Right?

And so they're like, I wanna meet the broker and make sure he's real. So we she comes in. She's, like, 88. Really, actually, pretty spry for an 88 year old. Comes under her two sons who are way older than my parents.

Mhmm. You know? And they just wanna make sure that I'm a real person. Right? I'm like, Stunning Homes Realty is a real brokerage and, like, there's a real designated broker.

And her first question to me is, like, are you a realtor or are you an investor? I wanna make sure you're not trying to steal my house. But how does you know I'm an investor? Right. YouTube.

Right. Right. Exactly. That's what comes up when you're googling me. And so it's just really interesting.

Like like you said, you can get someone's profile. You can get their personality, who they are by YouTube. But in that specific instance, they really work from my advantage. Right. But it's just interesting how that how how that, you're right.

Your your personality can convey can come across with video that you can't on Instagram. And Facebook, you know, a lot

Ryan: of it's private, so they really can't tell. No. And, I mean, the other part of it too is even with Instagram, like, yeah, you could do long form content. You could do an IGTV. Right?

And it'll stay there. But the problem is you can't search for it. How do you get found on Instagram?

Steve: How would you know to find some new content? Only someone shares the content to you.

Ryan: Someone has to share it or word-of-mouth. Right? Yep. Someone has to shout you out. So pretty much anyone with any following on Instagram is due to getting a shout out or whatever.

Steve: Yeah.

Ryan: With YouTube, they can find you organically.

Steve: Yeah.

Ryan: I mean, it's owned by Google, the biggest search engine in the world. So somebody And YouTube is number two. Yeah. And so it goes, if I search how to flip houses, I would just hope that I can create a video that ranks at the top. And that's it.

And I will be found, and then they will watch the rest of my stuff.

Steve: So we were just talking right before we started. I was joking about, like, the number one search term

Ryan: for me.

Steve: Yeah. Right? Yep. Steve Trang net worth. Right.

And I brought that.

Ryan: I was like, actually, mine is Ryan Pineda net worth. It's the same thing.

Steve: And what did you say what you're gonna do because of that? I'm gonna make a YouTube video on it. I mean, how brilliant is this? Right? Like, you're just taking what Google has told you people are searching for

Ryan: from you

Steve: and just

Ryan: make content on it. Absolutely. And you can do that on YouTube too. I mean, that's one of the things Graham talks about is, like, okay. If I wanna make a house flipping video, why wouldn't I just search on YouTube house flipping and then see what it predicts?

Mhmm.

Steve: And

Ryan: then you make videos based on all those topics because you're going to rank high.

Steve: Yeah. So let's just take for someone here, because we talk about masterminding. We talk about social media. So if someone's mastermind or wants to get into mastermind, right, like, they've done some deals, I'm assuming you've had to do some deals because, I mean, would you recommend someone going to a mastermind if they've never done a deal?

Ryan: I mean, they they won't let you in one. Right. Like

Steve: Yeah. So let's say you're doing a couple of deals and you wanna join a mastermind. Right. What would you suggest for someone who wants to join a mastermind?

Ryan: That's tough, man. A lot of these masterminds aren't, like, super public. They need to do a better job of social media marketing so people know who they are.

Steve: Well, I talked to Jason about that last week.

Ryan: Yeah. They need to improve, and I've talked to him about it. But it's like if I was new in the game I mean, I personally was doing deals, and I didn't get into a mastermind until, I think, Collective Genius. Like, I think I can't well, no. Next level is before that.

I've been to events and seminars, but never a legit mastermind where it's very exclusive, only, you know, like minded, like level people, because it's just a different type of conversation. And the for those who don't know what masterminds are, it's a little different from, hey, me, Ryan, the the teacher teaching you. It's, hey, we're all really good at what we do. We're peers. We're peers.

And so we each are going to give something of value, and we each are gonna ask for something of value because somebody's gonna have the answer.

Steve: Yeah.

Ryan: And I'm gonna learn something that Steve's doing or whoever's doing because I never even thought about it. Right. So you get so many perspectives in the mastermind. Yeah.

Steve: So just to clarify, guys, like, masterminding I mean, it's something that, Napoleon Hill talked about in Think and Grow Rich. Right? And so there's coaching. Right? Coaching is you you pay someone to learn from them.

Masterminding, you are paying an organization. Right? But you're it's it's like a country club. Right? Where, like, you're joining an organization, but you're hanging out with people that have answers.

Right? They're living this business. Right? Because, like, one of the things people, it's funny. Max Maxwell post posted a video couple weeks ago.

It's like, how do you how do you vet a guru? Right? Right. And I think that's an important topic. But if you join a mastermind, you want the vets, the people in

Ryan: there. Yeah. The organizers have already done it.

Steve: Yeah. And by

Ryan: the way, if

Steve: you wanna vet a guru, just,

Ryan: you know, go get their LLC name and see how many deals they do. It's not rocket science.

Steve: It's not. You just gotta find their LLC name. Right. I I don't know. Like, if someone brand new in Vegas, right, is like, hey.

I was watching some content and they haven't found you on YouTube or Instagram. Just a couple people will say, well, check out Ryan Penida. Right. Right? And it's and someone call someone calls and say, hey, Ryan.

I have some people say, I need to learn from you, right, as a wholesaler. Mhmm. Can you send me your HUDs? What's your answer to that?

Ryan: No. I don't have time for that.

Steve: Right. So as a new guy, I was trying to better Google it.

Ryan: Say and this is no. I mean, I get this question. You know? I don't I I have people who say, can you show me your tax returns?

Steve: Mhmm.

Ryan: I'm like, no. Like, I don't know who you are. Like, I'm not just giving you my my socials on it. Like, every so, you know, I think if you wanna vet a guru, if they're a flipper and an investor, all you would have to do is just say, these are my LLC names. You can go look what I own right now.

You can go look up everything I have on. Super simple.

Steve: Yeah.

Ryan: Wholesalers, it's tough, man. And that's why wholesalers get a bad rep is, like, you know, it's very anonymous. They don't ever show up on the records, you know. Yeah. So it's hard to say what they really do.

Steve: Alright. It's really hard to vet. Okay. So we talked about masterminding. Was there anything else you wanna add to that before we transfer social, transition social media?

Ryan: With masterminding? Oh, well, I guess I never even answered your question on what people should do. I would just say that's that's a good question because every mastermind I've ever joined is from word-of-mouth. I just randomly heard about it. Somebody else told me about it, Like a secret society or something.

Kinda is. Yeah. Like, I it's like you gotta be invited to to join in, and I just I don't even know how you'd find it. I mean, you could Google it.

Steve: But The only reason why I knew about Collective Genius is because I was at a Sean Terry event. I was like, okay.

Ryan: Who's coaching Sean Terry?

Steve: Yeah. Yeah. Alright. I used to be in it. Yep.

Yeah. So that's the only reason why I found out about Collective Genius until you

Ryan: and Con were both like Steve. Join us. Join us. We offer we'll let you in.

Steve: And so going to social media now. So we said TikTok. We said YouTube. Right. And we haven't touched LinkedIn yet.

But TikTok. If someone wants to get started on TikTok, like, what what advice do

Ryan: you give somebody? Well, you know, number one, hopefully, don't get banned here, today. But, yeah. If you're gonna get on TikTok, know that, I guess, with any platform, know the demographics. So TikTok is very younger.

It's very international. I think if you pulled up my followers, like, half of them are US. And it's not that, like, they're fake or anything. It's just that's what TikTok is. It's international.

Oh, it's From China.

Steve: Kinda owned by a Chinese Yeah. Agency, but no big deal. Yeah.

Ryan: Whatever. So just know that, hey, it's gonna be younger international audience. And, you gotta really grab their attention. I mean, it's like any marketing. If you don't capture someone's attention within, like, a second or two, they don't watch it.

Yeah. You know? So you have to make something very very eye catching those first couple of seconds. And then it's just like any content. I mean, you gotta pick a niche.

What's your niche? If we're all in the real estate niche, you know, we gotta make content geared towards that niche. I think a lot of people just do random videos with no rhyme or reason. So they'll be dancing one video. They'll be doing some real estate one video.

They'll be doing their family one video. And there's nothing wrong with that. You're just not gonna grow.

Steve: Yeah.

Ryan: I mean, at the end of the day, people follow you because they want a certain thing from you.

Steve: Gotcha. So you're saying kinda like Instagram. You wanna wanna have, like, maybe a couple things but not everything. Right. Or, like, YouTube.

Like, I think one of the mistakes that some YouTube guys will will start when they're starting a brand new channel is, like, there's a video on, like, this movie review Right. And then this restaurant Right. And then whatever.

Ryan: It's not Yeah. You you gotta have a niche. Yeah. People you can't confuse people. People aren't that smart.

I mean, that's what it comes down to.

Steve: Well, I mean, Dan Kennedy. Right? Like, he's one of the, godfathers of marketing. He talks about you gotta market as if everyone's a third grader. You really do.

Ryan: I mean, it it's not to be offensive. It's just the reality of

Steve: Well, it's the time it's everyone is so freaking ADHD right now. If you don't grab their attention Right. You're you're irrelevant.

Ryan: Well and here's the other thing too is, I mean, literally, TikTok, you are gonna get third graders. I mean, like, you might you know, you're talking third to middle school. Like, I get I can't tell you how many middle schoolers I get. They're like, dude, I wanna do real estate, but I'm not 18 yet. Like, I get that all the time on TikTok.

Right. And I'm like, partner up with someone that's 18. Like, go go you could still go do something.

Steve: Well, what's funny is, like, I had someone, you know, suggest a friend on on my phone. Right? TikTok. And I so I followed her.

Ryan: Uh-huh.

Steve: And I sent a message, like, do you just let your daughter just go on TikTok all day? And she's like, I have a TikTok account.

Ryan: Dude. Yeah. So there you go.

Steve: Totally burned her daughter there. So going back so, you know, your audience is younger, but their parents ended up becoming your private money lenders?

Ryan: So no. I've actually had that, that scenario too. I didn't even talk about that. I've had scenarios where, yeah, the kids see me and they tell their parents, and the parents want to either, you know, get in my coaching program, invest. Like, they wanna just do something in real estate.

Mhmm. Like, we've had that happen a lot. Yeah. But now, like, one of the private money lender guys, is actually a YouTuber. Famous you I'm not gonna say who he is, but he's got millions of subs.

Mhmm. Super young too. And, he's like, yeah. You know, I love real estate. He's sharp.

And, he lives in Vegas. Mhmm. So he was like, hey. You know, I seen you're in Vegas. You're doing this.

Like, let's get together. So he I can't take all the credit for, you know, why YouTube's been going because I also have a guy who's got, like, you know, a million millions and millions of subs helping me. Alright. Another mentor.

Steve: Another mentor. Right. So with YouTube, just download Graham's course and that's it, or is there anything else you wanna suggest someone that wants to do? Yeah. I mean, that that's what I would do.

Yeah. That's probably what I'm gonna do. Yeah. So we talked about LinkedIn as well. Have you had any luck with LinkedIn?

I can't get any free contraction on LinkedIn.

Ryan: No. And, you know, I told myself when I started TikTok, I was like, I'm gonna just do both. Right? Mhmm. Like Gary v says.

And then TikTok had success, and then LinkedIn was just, like, meh. Same molasses. Well and also the problem with LinkedIn is it's, like, literally spam after spam DM.

Steve: Like, my process now is accept mute.

Ryan: Yeah. Like

Steve: Accept mute.

Ryan: I I if I looked on my LinkedIn, I probably have, like, a 100 messages that are, like, thanks for connecting. We should connect. We I'm like, what does this even mean?

Steve: Who knows? So then, the third thing that you attribute your success to, your recent success to the pandemic is is taxes. What what is that about?

Ryan: Yeah. So I actually started a CPA company for real estate investors. Which by the way, just go on

Steve: the record here. I had that same idea and I also hate that you started that before me. But go ahead.

Ryan: Anyways, it's called TrueBooks CPA. If you guys are interested, you could check it out. Truebookscpa.com. But, you know, I taxes, obviously, are something that every real estate investor professional needs. And I feel like almost every single person is not happy with their account.

Like, at least seven out of 10. And I was the same way. I mean, for the last six years I've been investing, I've had multiple CPAs, you know, throughout that time. And it's like none of them can stick.

Steve: Mhmm.

Ryan: And as I grew my business further, it just I kept outgrowing my current CPA. And then I have a CPA who's like, oh, well, you can't do that. I'm like, dude, if you're not willing to, like, even take any type of risk, you ain't the guy. Right. You know?

And, you know, eventually, I ended up having a guy from Instagram who's younger, you know, message me. And he had been messaging me for, like, a year. He was like, give me a shot. Give me a shot. Like, I will do it.

And I'm like, dude, no offense. And this is very the word would be I don't know what the word would be, but age discrimination. Is there a word for that? Ageism. Ageism?

Yeah. So this would be ageism even though I'm young because he's, like, 27, 28. I'm like, dude, you're too young. Like, you know, I need someone with experience who's been through all of this stuff. That's what you thought.

Yeah. And he's like, dude, I've worked for all these top people, like, you know, Anderson and all these other ones. And he's like, just give me a shot. So he came to my office, went through everything. I was impressed, and I was like, alright.

You got them. And I tell you what, I was I was happy with what I paid. Mhmm. And, you know, bookkeeping was always a problem for us. We could never ever get a bookkeeper because my team was too busy with everything going on, And my current the CPA I had just kept promising a bookkeeper and couldn't perform.

Steve: Yeah.

Ryan: So, eventually, I just said, look. Okay. You know, I need you to start keeping books as well. And so he did that, crushed it, and, you know, we did that for last year. And towards the end of the year, I'm like, you know, during the time, I always have people asking me, hey.

Who's your CPA? Who's your CPA? And I'm like, why wouldn't I just start a company and, like, do this? Because why would I just keep referring out, like, all these CPAs

Steve: if Yeah.

Ryan: You know, whatever. And so I said, let's just start a company. And he was like, I'm down. So he quit his job. We started TrueBooks, and it's been great.

We got a bunch of really good real estate investors across the nation. And the beauty is we try things on me, you know, before we release it to everyone else. You know? So it's like all the templates and everything that we're doing, all the different strategies on how I can not avoid taxes, but legally not pay taxes. Mhmm.

You know? We were doing it on me and, you know, trying to help other people out as well. So, it's been a good venture. You know, we've got a lot of great clients. And, you know, for us, it's been a very big key to our success because I think last time I was on the show, I was I think I told you straight up.

I'm like, honestly, my books kinda suck. Like, I can't even tell you, like, my legit KPIs because I just don't know. Like, I know we make money. And,

Steve: which it sounds horrible, but that's how most people are. Like, it's Easily. Like, there are so many people, like, people that are doing business right now. Like, how many times have you have you thought, like, I know I'm making money Right. But I don't know where it is.

Ryan: Well, and even in Collective Genius, my very first meeting with them in December was, the theme was profit first.

Steve: Mhmm.

Ryan: The guy, Mike Mike Michalowicz. Mike Michalowicz. He wrote it. And, basically, the the issue was, dude, you make money, but where is it at? Yeah.

Why is my bank always low? It makes no sense. I'm making great revenue. It's because we don't have the numbers. You know?

And for that to still be a problem at a high level group like CG, what is it like for the rest of the country? Mhmm. And it was that way for me for every year up until this year once I finally partnered with my CPA

Steve: Yeah.

Ryan: And put him in house, you know, and created a company. And now it's like, oh my gosh. If I showed you our spreadsheets and our charts and everything, I I'd have a hard time believing anyone has, you know, better perform like, being able to see what they see.

Steve: Yeah.

Ryan: And it just allows us to operate so much better. I can see, you know, hey. Okay. This marketing is working. We should, you know, do more.

We should do less. Okay. We're paying a lot of money to, you know, this particular contractor, this, you know, labor, whatever the case is. Like, oh, man. We spent, you know, $17,000 on office supplies?

How'd that happen? I was looking at that yesterday. And I was like, oh, wait. We, moved into a new office. That's why.

Yeah. We bought a bunch of crap.

Steve: Yeah. So I think there's something to be said for clarity because, like, I had the same problem. Like, it's embarrassing but, like, the first ten, twelve years ten, eleven years of my business, I was making a lot of money and had no idea where it was. Right. Right?

And there's this constant frustration and I finally hired a bookkeeper. Like I said, like, I had this idea. You beat me to it. But You

Ryan: could still start your own. Oh, I can

Steve: still start my own. I'm just a little bit further behind now. And so but it's a frustration that I don't know where what's going on. And now I have full clarity.

Ryan: Right.

Steve: And now, like, for me what I have is not only do I have a bookkeeper, not only am I tracking, the the p and l's reviewing on a regular basis, but, you know, I read, simple numbers. And, after reading simple numbers, we started using the the the metrics by, Greg Crabtree, which he talks about projecting. So, like, because when you look at p and l's, you're looking at, like, the past thirty days. Right? So if you review it, if you review last month on the first week, then you're looking 30 in the in the review, which is fine.

It's better than 99% Right. The business owners out there. Yeah. Way better. Right?

But now we're projecting. So we can say, okay. We know our our expenses Right. On a monthly basis. Right.

And we know what we got in contract. We know what's lined up to close. And now we can project our revenue for the next four weeks. The amount of confidence, we will look at your your p and l's for the last thirty days, but also project where your cash balance is gonna be thirty days from today. Right.

It's crazy, and it's it's hard to describe. Right. But you just know. You're just comfortable now. Right.

So I think that's absolutely huge that you that you guys did that.

Ryan: Well and I'll say the one thing, right, to go back to COVID and projecting. For those who've been following me on Instagram and stuff, I've been projecting kinda what's gonna happen. Just my opinion, you know, not just, like, hey. This is how I'm playing it. And they've been pretty accurate.

Mhmm. And, thankfully, I've been acting on those. And like we talked about earlier, investing and buying, but it goes back to the projections like you said. You know, at the end of q one, when COVID started happening, we had what you're talking about. We had the q one numbers, which were great, and but we also had our projection.

Because especially with flipping, we have the inventory already.

Steve: Yeah.

Ryan: Right? So we can project pretty good what we're gonna make.

Steve: Right.

Ryan: And we also have to do that with our marketing because flipping's different than wholesaling. Like, yeah, we have what actually closed and we made money on. But if I already bought a flip, I gotta account for that somehow to know if the marketing's working. Mhmm. And so we also you know, we go by closed and projected profit on everything.

And so when we are going over q two, we're like, hey. You know, projection wise, we got a lot of money coming in. So we can definitely take a shot and start buying, you know, more deals if people don't wanna buy. Right. And then that's part of the reason why I've been talking q three.

I'm doubling marketing Yeah. Because I can see the projection. You know? I'm like, we bought all these q two deals. Not all of them have sold.

You know, we sold a couple. But the flip life cycle is five months for us. So it's like, all this stuff I bought in q two still hadn't sold, but they were fat deals. Mhmm.

Steve: So

Ryan: I know that we're gonna have a lot of revenue in q three, and so I can take a shot and really raise the marketing budget. So it's decisions like that if you have the numbers that you're able to make.

Steve: Or if you know the finances, That's like there are so many skills you need to have to be successful in this business. Right?

Ryan: At a high level.

Steve: At a high level. So, like, marketing is important. We can't understate that. Sales is important. People is important.

Operations. Operations. But the one that gets overlooked because it's boring and it's not exciting is finances. Right. But it's the most important.

Ryan: Yeah. Right? I mean, you look at and it sucks to say, but, I mean, during COVID, there were a lot of wholesalers who went out of business.

Steve: Yeah.

Ryan: I mean, I saw it everywhere. Guys who were successful for years just either run out of cash, or just, you know the marketing doesn't make sense. The ROI you know, when you got guys like me demanding super deep discounts and

Steve: Right. These freaking flippers are taking advantage of wholesalers.

Ryan: Right. I know, dude. You know, you got no one to really sell it to. And it's like, man, you can't spend that amount of marketing if your spreads are have diminished that much.

Steve: Right.

Ryan: And so you see Yeah. You if

Steve: you're normally making between $1,213,000 Yeah. And now you're making 3 to five because Ryan spend

Ryan: the same.

Steve: But Ryan won't let me make more. It directly impacts your business.

Ryan: Well, and look. Everything's supply and demand. That's economics.

Steve: Well, I mean, I'm giving you a hard time, but that's just reality.

Ryan: No. I know. And it's like look. If I'm a flipper and I know no one else is buying Mhmm.

Steve: Who

Ryan: am I competing against? Like, what's the point? Right. You gotta look at supply and demand in everything you do. And so it's like, as I look at q three talking about projections, I look at supply and demand, and I say, okay.

There's no supply of housing, so my stuff should sell quick. But when I look at it on the marketing side, there is an excess supply of marketing space with TV and billboards and all this stuff.

Steve: Mhmm.

Ryan: They're gonna cut me some major deals

Steve: because

Ryan: they gotta fill that space. It's there. And if they don't use it, it vanishes

Steve: Mhmm.

Ryan: Forever. And so we've gotten some crazy deals on billboards and TV, and that's why I'm, like, double down because it's, like, you know, we're gonna spend 60,000 this next month. We were spending 30 for all these other months. So I'm, like, 60,000 is you gotta look at it relative and nominal. And And so it's, like, nominal, yeah, we're spending 60,000.

But relative to what it was a year ago, that 60,000 is really, like, a 120,000. Wow. Because we're getting more ad space, because it's just cheaper right now.

Steve: It's less competition.

Ryan: There's less competition. Supply and demand. Yep. So I think the key is always, hey, where can I like, where is something undervalued? Where are people not?

Steve: Yeah. I think that's a great point. So let's see. Let's get some questions here. Gary Harper says you're a TikTok king.

So we asked the question, how do you find Masterminds, your Locaria? Love the nerd tax talk, man. The nerd tax talk. I can geek out on it. I mean, I've gone pretty deep.

I went from something that I absolutely hated and and, like, I kept saying I'll do it next week. I'll do it next week. Right. Then I can't look forward to doing it on Tuesday mornings.

Ryan: What is the nerd tax talk? I don't even know.

Steve: Well, taxes. P and Ls.

Ryan: I know that. You do that?

Steve: I do that. Oh, I'll have to check it out. Yeah. Oh, no. No.

No. He's they're

Ryan: saying this show. Oh. Yeah. You know, if you got my partner, Matt, on here, he's the, actual CP at True Bucks. Mhmm.

I'm just like the guinea pig face. He, if you put him right here, he would not shut up. Like, he I have to always tell him, like, Matt, just you're done. Like, I don't I cannot listen to you talk about a number any

Steve: longer. Terrence Lee is asking King Kong. Yes. King Kong. Kong Lee is someone that will respond to us every once in a while.

And we're in a mastermind with with King Kong. Simple Cash Offer wants to know what CRM are you using and what is your favorite list?

Ryan: So I use my own custom one. Mhmm. I just didn't like any of them and but I don't recommend people go custom either. I also don't recommend people go No. It it will not be worth it for 99% of people.

Steve: Yeah.

Ryan: I would just get one of these mainstream ones. I don't I don't endorse anyone. I mean Yeah. They're all pretty much similar. What's the second part of that?

Steve: What's your favorite list? Oh, favorite list?

Ryan: I mean, we don't really do that too much anymore, because we're on TV, and we're going the lawyer approach like I talked about. So it's like, there's no list. You just play some ads. Listen to

Steve: people that will call you.

Ryan: Right. And with cold calling and everything, we have everyone's data. So it's just like we call everyone. Yeah. But if I had to pick a best list for, somebody new starting out, you know, a lot of people would say pre foreclosure.

I would not pick free foreclosure right now. There are none. Like, everybody's on hold.

Steve: Everyone's on hold. There's no new preforeclosures. There's no people facing foreclosure. I think there's just no more new foreclosures.

Ryan: Yeah. But the problem is mortgage forbearance can be up to a year. So, like, good there's no urgency.

Steve: Yeah.

Ryan: And those people probably don't have jobs. They probably didn't get it back. Like, if it was me think about it. You gotta think about everything from other people's perspective. Like, if I had a house and I knew I didn't couldn't get kicked out for at least a year and I don't have a job I don't have to pay.

I don't have to pay anything because I can get mortgage forbearance now. Like, what's the point? Like Right. Why would

Steve: I sell? Well, anywhere you go is gonna be more expensive.

Ryan: Right. I couldn't even rent. I don't have a job or anything. Like, who's gonna rent to me?

Steve: Right.

Ryan: So to me, I wouldn't be going after pre foreclosure right now. I think absentee is gonna be a better list because you have these landlords with tenants not paying. I I really think that's a good list. I've heard people talk about going after Airbnbs. Mhmm.

And, actually, right before the show, I just, released a YouTube on Airbnbs. So if you guys check that out after the show

Steve: Mhmm.

Ryan: It's Ryan Pineda Show. That's the YouTube. But we talk about how my Airbnbs did during COVID. And I can tell you, you, just a little teaser, you know, we couldn't rent any of them for, like, two months because it was illegal. And then, you know, if if there's guys who don't have reserves and they can't rent them, they need to sell.

Steve: Yeah. Oh, that makes total sense. Enrique Espinosa wants to know, how did baseball influence you in real estate?

Ryan: Man, that is a great question. It's hard to say just one thing. But, one thing I would say is, I think that was harder than anything, like, most people have to do, to be disciplined, to try and wake up and perform at the highest level every single day, to constantly be training towards, like, the greater goal of getting to the big leagues. Mhmm. You know, it's like every day, you have to do something to get yourself closer to that goal.

And so I always lived in that mindset of, like, the big picture even when I was 12 years years old. You know? I was like, I'm gonna be in the big leagues one day. It's just I can't even be there right now, but I know in ten years, that's where I wanna be. And, I take kind of the same mindset in real estate now because it's like, you grow up feeling that way, it doesn't change.

Like, you don't just become complacent.

Steve: Right.

Ryan: Like, out of nowhere. And so now it's like, hey. Every day, I need to improve my business one way or another. Am I doing the best things I can? Am I eating right?

Am I getting enough sleep? I saw those donuts. I know I'm not doing it. I need to I need to step it up. You know, am I pushing my business forward learning new thing?

Like, I think it just comes with that constant improvement.

Steve: Yeah. I I and I think that's huge. Right? Nilesh wants to know, are you doing any social media ads? Yeah.

What are you doing for social media ads?

Ryan: I mean, it's just for my personal brand. It's not for, like, you know, buying houses from sellers. I just run ads for, you know, education stuff.

Steve: Yeah. I mean, what I do just to build my brand is anytime there's, like, this ad is performing better, 95% of the ads. Wanna boost it?

Ryan: Yes. Well, you know, we've run Facebook ads just very sparingly. Not a lot of money. Mhmm. But I actually hired a YouTube, ad guy.

So if you guys are watching YouTube, you probably see the ads here probably later this month.

Steve: Yeah. Daniel wants to know, Graham Stephan? Oh, who who is Graham? It's Graham Stephan. Daniel.

Sorry for missing that. What is your cash on cash return benchmark, I guess, for

Ryan: a flip? Infinite. I don't wanna put any of my cash in.

Steve: I mean, that's What's the lowest acceptable?

Ryan: I mean, honestly, I don't know. I just don't ever use it. I don't

Steve: You're just looking to make 40 k. 20 to 40

Ryan: on foot. I mean, that's all I'm trying to do. And if I have to use my own cap like, I never will fund a deal all cash myself.

Steve: Right.

Ryan: Like, if I have to go get a hard money loan and put, you know, thirty, forty k down, I'll do that. And, you know, whatever I made, I made. I don't really care about it.

Steve: Right. And then Sam wants to know, is there a particular site you like for skip tracing?

Ryan: I mean, like I said, I mean, I haven't I barely skip traced, but, Batch is good. You could definitely use Batch. They're cool.

Steve: Yep. And then George wants to know, how is the market performing during the pandemic? And we kinda talked about that a little bit. And how is it how is

Ryan: it today? So during the pandemic, you know, we got a lot of deals, a lot of fallout deals. It was weird. It kinda came as a wave. So right when the pandemic happened, you had panic.

And so you got a lot of panic sales. And you got a lot of backouts that sellers still need to sell. So we got good deals right out the gate. Mhmm. Then once that wave kind of go to or, went through, that was when the struggles happened for most people because you had a disconnect in the market.

You had, you know, flippers who think the world is ending, so they need a super cheap price. And then you have sellers who think, oh, man. This isn't that bad. You know, whatever. And so whenever there's a disconnect, it's hard to make a deal.

Steve: Yeah.

Ryan: I would rather us both know the sky is falling or that things are, you know, on the up and up.

Steve: Yeah.

Ryan: Because then you can make a deal. Everyone's on the same page. So I think that was why a lot of wholesalers went out of business is because it was tough to make a deal. Yeah. Like, it really was.

I mean, that first month in March, we got a ton of deals. I think we did, like, 14 or 15. And then maybe in April, we only did, like, five or six, but they're high margin deals. Right. And then May was kinda more of the same, like, six or seven, whatever it was.

And those couple of months were tough to, like, make a deal. But then now, it's like everyone's on the same page. It's like inventory's low. Sellers have now seen, like, yeah. You know what?

I'm okay selling it. Whatever. I think flippers still are skeptical, but not as skeptical. They've come up. Yeah.

Sellers have kinda come down a little bit.

Steve: That makes sense. Yeah. Enrique wants to know, how do you balance having two kids and a wife with all your business ventures?

Ryan: That's a good question. I get that question a lot. I think it comes with, I was actually you know, Ryan, Zolan was I was talking to him about this. He asked the same thing. You know, I think it comes down to your priorities.

And look, we're all not perfect. Even you know, I don't do the I could do better. But it comes down to the priorities of when I'm at work, I know that, hey, these are my work hours. I'm not going past this. It's like 05:00.

I need to shut it down and go home. And then I need to do my best to be present you know, and not be working. And I don't succeed every day. My wife will tell you. And, you know, some days I'm late.

Some days, you know, I'm on the phone. But then there's other days where, you know, it's great. Everything's awesome.

Steve: Right.

Ryan: So I think it comes with just having, like, a drop dead time. Because a lot of guys, especially entrepreneurs, you could work, you know, forever.

Steve: Yeah. You you you have a hard time turning it off and you don't feel bad working ADRs because it's just Yeah.

Ryan: It's natural. Normal. Yeah. Yeah. And so I think you have to force yourself to time.

But here's what I found is that when you do give yourself a drop debt, you accomplish the same amount of work. Yeah. Like, you know, if you know you have all day, you spread it out over all day. Mhmm. If you know you only have these amount of hours, you get it done miraculously.

Steve: It's like when you're gonna go on vacation. Man, the day before vacation is, like, the best, most productive time.

Ryan: I gotta crush this. And you do. And so that's what I've done. I've just said, look. I'm gonna schedule my day where everything has its time slot.

And that's I mean, like, my day is almost the same every day.

Steve: Yeah. When we were on the show last time, we were saying, I think was it when all day Wednesday or Wednesday afternoons took off? Right. Is that still the case?

Ryan: It's not the case anymore. When we had my son, you know, my first child, it was January 2019, and, he was in the NICU for two months.

Steve: Mhmm.

Ryan: So, you know, super stressful time. Time. And then when he got out, you know, we're trying to learn how to be parents, and he's got a doctor's appointment, like, literally every other day. And my wife was getting overwhelmed. So I said, you know what?

I'm going to take Wednesdays off completely and, you know, spend the day at home. I'll work from home, but also be able to help out. And so I did that probably for all of 2019.

Steve: Mhmm.

Ryan: And, my business did not crumble. Somehow, miraculously, I got everything I needed to get done. Right. And it was great. And then, you know, once this year came, we talked about it.

And she's like, you know, I I'm good now. He's older. Think you can go back. I'm like, alright. Cool.

You know, me going to work is like playing. Like, it's like going

Steve: It is.

Ryan: Yeah. It's like, alright. You can go to recess and go have fun with your friends. That's what it's like for me.

Steve: Totally. Oh, I totally agree with that.

Ryan: So yeah. Now I'm back to five days a week, but I'll never work weekends. I never have.

Steve: That's pretty good. So Daniel wants to know how many VA's acquisitions, dispositions. What does your I mean, what does your business look like right now?

Ryan: Okay. So the company structure, you have Sean Bob at the top. He is the COO. He manages everything. Under him is Monty who is our marketing and dispositions guy.

So he handles making sure the VA's are doing what they do. He also dispose deals when we do wholesale. He probably wholesale maybe, like, 30% of our stuff. He manages, like, six or seven VA's that mainly cold call. And, that's why I say, when you have that many VAs, you're pretty much gonna burn through the data.

So we just call everyone. And then underneath them, acquisition side, this is where hiring Gary was big because we totally changed how we did acquisitions. Most people are trying to close virtually and over the phone. And then I've heard, you know, you have, like, the left and the right, the virtual people and then the appointment people. Right?

Yeah. And, I was on the virtual side. You know, we go on appointment when needed. But then talking to Doug, he was like, no. Doug goes on all his appointments.

Like, all we do is appointments. I was like, well, you do better than anyone I've ever heard of. So I'm gonna I'm gonna do what Doug does. And, I I also was risking a lot of money with TV because before that in 2019, I was spending maybe $10 a month. It was nothing.

So I was like, hey. If we don't get a deal, whatever. Yeah. But then it became, hey. We're spending $30 a month now.

So we better get a deal. And, And, the first month we ran TV in January, we got, like, one deal. And I was like, this ain't penciling. I'm like, this, this might not have been the venture I thought it was gonna be.

Steve: Yeah.

Ryan: And Doug and Darren kept telling me. They said, Ryan, you need to go on appointments. Like, TV requires that. Mhmm. And, he's like, they're just that's what you gotta do.

And I go, alright, Sensei. We will we'll try this. And, yeah, February, I personally went on appointments, and I got over $200 in projected profit myself Wow. By myself. I was like, these guys are on to something.

Yeah. And, so I switched our I completely switched everything. And, I made my in house I I basically have two in house guys. You'd call them inside sales reps. And all they do is handle all the inbound leads, you know.

And then they decide they they have a rule. If they can't close them in twenty four hours, they need to set an appointment. Mhmm. They have the ability and the authority to do it because they've done it, but I don't want them trying to close everyone over the phone because we're gonna get a better deal in person. So, you know, they will set an appointment, and then we have basically four outside sales guys.

Now granted, we don't have that many leads where we need four. The reason we have four is because we have me, which I pretty much only go on the the best appointments we know that are super closable or motivated, whatever, because my time is super limited. And then we have a second guy. It's basically like our b guy. He will go on every other one I don't.

You know? They they show some type of motivation. Maybe we're unsure. He'll go. Third guy is a listing agent.

We've qualified them as only a listing, so he'll go on those. And then we have, like, basically, a hybrid agent. He can go listing unlicensed guy, you know, on one that might go either way. Right. And I don't wanna send my listing agent, you know, if there's possibility of getting cash.

Steve: Yeah.

Ryan: So yeah. That's really it. Awesome.

Steve: Leo Aguirre wants to know what is your why?

Ryan: My why, man. Every you know, I feel like every time my why changes. You know, I my why in life in general is obviously Jesus. People who follow me know that, and I'm passionate about everything with serving and, you know, bringing people to Jesus. But if I was to pick a non generic answer of, you know, faith or family, like, what else motivates me?

I mean, I'm honestly just, like, motivated by getting better every day and just succeeding and having more and more success. Like, that literally is what motivates me. It's not necessarily like, okay. I'm working really hard so that I can go buy, you know, this car, this big giant house or whatever. Like, that stuff doesn't motivate me.

Mhmm. It also doesn't motivate me to, you know, be like, oh, man. I need to, go own the Jets like Gary v. Mhmm. Like, I don't whatever.

I just really enjoy the process of getting better every day and then just, like, dominating. Like, that's it. Well, dominating.

Steve: I mean, that's a that's and

Ryan: I think that's part of it.

Steve: Right? It's just being a driver. It's being competitive knowing that you can do better and you won't settle for less.

Ryan: Well, and here's the other funny part about that since you mentioned the word competitive. So when I had Gary at my office in January, you hear this I don't know. I think real estate has kinda gotten soft with everybody being buddy buddy. Mhmm. You know, because it's like, oh, yeah.

There's no competition. We're all buddies and it's true. We are. But Gary's like, no. No.

No. He's like, you're an athlete. He's like, you grew up being competitive, like, your whole life.

Steve: Yeah.

Ryan: You wanna, like, you wanna kill the other guy. Mhmm. I was, like, yes. I was, like, I do wanna win everything I do.

Steve: Right.

Ryan: He's, like, so why, like, try and tone it down? Like, be you. Yeah. And I was, like, I like that. I was, like, so we're just gonna try and be the very best we can be.

If it means taking over Las Vegas, if it means being the best YouTuber there is, you know, it's like, alright. You know what? If I'm gonna do YouTube, I might as well try and be the best. Alright. I've got my eyes set on being the best.

If I'm going to, you know, do TikTok, that's why me and Kong have a challenge. Kong has more followers. I'm coming for him. You know? And it's a friendly competition.

You know? And he's he's kind of. I mean, you know, if I sabotage him, whatever. But, you know, he's the one who got me on TikTok and but, yeah. I just really wanna dominate anything I do.

Whether it's a current venture, a new venture, like, that's what brings me more happiness than anything. It's like, yep.

Steve: It's a journey. Yeah. And then, I don't know if you have the answer to this then. His follow-up question is, what is your next big move?

Ryan: I mean, I felt like I made a bunch of big moves. I know. My my focus so okay. Here's I guess, here's a good takeaway from entrepreneurs is, like, we all have a million ideas. And, one of my coaching students, his name's Dante, he was talking about all these different ideas he had.

Right? And I'm like, dude, you need to focus on flipping. Like, you, you know, you're doing one deal a month. That's cool. But these other things don't make you the money that you're like, just do two, three deals a month.

Like Right. Focus. And, I have the issue too because it's like, okay. I I do have these other businesses. Like, how do I focus on one big venture at a time?

And I think that's the key. It's, like, you do have to focus on the one big venture and not worry about anything else until that is, like, mastered and complete. Because I think we start a lot of projects all at once, and then they all fail. They all suck.

Steve: I've got I don't even wanna look. Right? We had, like, a closet of all the things that we failed at. We're overflowing.

Ryan: And yeah. I mean, so, like, for me, the big venture in January was, hey. We're starting the CPA company. Let's do it. Yeah.

Okay. Cool. It it's running. Matt's doing his thing. We got clients.

Great. Now it's the big venture. It's YouTube. Like, how can I become the best YouTuber I can that's a business? Yeah.

You know? And so that's all I'm focused on. I haven't even thought about like, I'm sure I have thought about other thing. I'm like actually, I was thinking about a clothing company. I was like, you know what'd be tight is, like, an entrepreneur clothing company.

I don't see it. And then I was like, alright. I never That's a terrible idea. Yeah. I'm like, let's let's focus here.

Steve: Flip With Rick wants to know, what would be harder? Making a million dollars in wholesaling fees? I'm gonna assume in a year or getting a million YouTube subscribers.

Ryan: I would guess getting the subscribers is probably harder. You think so? I don't know, dude. That's a good question.

Steve: That was a good question.

Ryan: I mean, as it stands right now, getting a million dollars wholesale fees is much easier for me.

Steve: For me right now, I'm a lot closer to a million wholesale fees than I am in a million subscribers.

Ryan: Yeah. That's what I'm saying.

Steve: Yeah. Jay is asking where you can get a template for a YouTube channel. I'm thinking just Gramscores. Right? Right.

Ryan: I mean, other also just watch. Just watch how they do it. You know?

Steve: Yeah. Brian Leffler wants to know who is Doug. This Doug this magical Doug we're talking about. Doug funny, dude.

Ryan: Doug Hopkins, man. He's Yeah. He's the man.

Steve: Doug Hopkins. And I did I did a a show with him. And, I mean, like I say, he's, like, doing a million a month. It's not even that big a deal.

Ryan: Yeah. It's whatever.

Steve: Brian Davila wants to know who your favorite student is.

Ryan: Oh, jeez. Freaking Davila. So Davila, it's how can you you know, it's like naming your favorite child. You can't do that.

Steve: I already have my favorite child.

Ryan: Well, okay then. You can do it. You know, one thing I'll say about Davila. You're gonna have him on this show, one day. I mean, he's qualified to come on the show now.

But, it's funny because, like, he reached out to me maybe two plus years ago before I was ever doing anything with coaching or whatever. He's like, you wanna mentor me? You wanna mentor I'm like, no. And he's like, what's it gonna cost? I'm like, I don't even know, man.

Like, I don't even have a program. Like, you know, he was all about it. And then finally, when I held my first ever event until 2018, I did a Facebook Live announcing it, it, and he was the first guy. He was like, I'm in. And, you know, it sold out really quick.

I was like, alright. Cool, man. And then when I held my first, you know, coaching, I was finally like, hey, coaching. He's like, I'm in. Like, so he's the man.

So just on the basis of being a guy who's been in there from the ground up and obviously doing super well in California. If you guys are, in SoCal and you have deals, hit, Brian De Villa up because he'll be able to flip them and buy them from you or list him.

Steve: He's a

Ryan: great realtor too. Yep. So, you can you can be the favorite for now, dude. For at least

Steve: a minute. At least a minute. And then, I would say, my kids ask me who, you know, the favorite kid, whatever. I always tell them, it's the blue car in the garage. It's it's the Tesla.

That's the favorite kid. I'm sorry, girls. Like, I love you guys, but this one does not talk back. Yeah. Doesn't crap.

No. So, we're wrapping up here. So I want you to think about one takeaway you wanna leave all the listeners with. And I'll just make just announce next week, we've got Steven Morales. He's coming out here from, I think, Tampa.

So we're gonna have the battle of the closer. So we did a close Olympics. I thought he was the one that was the most intimidating. So, he was the only one I was worried about, and he was good. So we're gonna see him next week.

So last thoughts.

Ryan: Last thoughts. I guess, maybe two thoughts. One selfish thought, go follow my YouTube, Ryan Pineda Show. Yeah. Other giveaway, I would say, not giveaway, but, value.

I guess, don't worry too much about what the media is saying right now. You know, had I worried about everything everyone else was saying three, four months ago, I would have probably cost myself a million dollars. Yeah. You know? And so it's, like, make your own decisions.

You know? Look at the data. Look at what people, I guess, you respect are doing, and get all the feedback you can. And you may even disagree with them. You know?

I know in Collective Genius, when it all went down while we were at the event, every not every, but, like, 80% of them were very, like, I'm liquidating.

Steve: Mhmm.

Ryan: You know? I'm this is I'm scared. And you have to realize everyone's in a different spot in life. Whereas, you know, guys in that group are older, and they got families and all this stuff, like They can't start over. No.

They're like, dude, I it I don't need to go. Like, if I miss out on money, it's okay. Right? Right. Whereas a lot of the young guys who listen to the show, I consider myself young.

It's like, dude, I'm willing to take a risk, dude. Like Right. This could really push things forward for me and my company if I'm right. And if I'm wrong, so be it.

Steve: Alright. Start over.

Ryan: I will rebuild. Yeah. You know? It's like, I've done this before, and I have way more knowledge and resources everything than I had before. I can do it again.

That's my attitude.

Steve: How old

Ryan: are you right now? 31.

Steve: 31. So I I watched this great video by Patrick Red David. Yeah. I love him. And every year, he on his birthday, he's like, am I better than the guy last year?

Ryan: Yeah.

Steve: Right? And one question because he's 40

Ryan: and he's maybe 41. He looks older, but

Steve: His question was, can like, would I rather be 40 year old me or 27 year old me? Right. Because 27 and I I I watched that video. I was saying the same thing. Right?

27 year old me was vicious. Right. It was, like, working at 02:00 in the morning. Yeah. Right?

I was ready to go at all times. And that 27 year old me thought he knew a lot. Right. Right. But he really didn't.

Right. Right. So I think that's a good point. Like, you know, 31 Ryan versus how old were you when you started?

Ryan: Well, I got licensed since I was 21. I started flipping when I was 25.

Steve: 25. Right? So 31 Ryan

Ryan: Yeah.

Steve: Versus 25 year old Ryan. Right?

Ryan: Like Yeah. I know way more. There's, like, a chasm Right. Between the two guys. Not even close.

Steve: Yeah. Right.

Ryan: So it's, like, if I have to restart, you know, we'll be okay.

Steve: Right. Awesome. So if someone wants to get a hold of you or find your YouTube channel,

Ryan: how do

Steve: how do they do that?

Ryan: So best way is to just find me on all the socials, TikTok, YouTube, Instagram. It's all the same, Ryan Pineda show. If you wanna shoot me an email, you can do that as well. Ryan@futureflipper.com. Those are the best ways to do it.

Steve: Awesome. Great show. Thank you for coming. Yeah.

Ryan: Won't shake your hand.

Steve: But Right. Look forward to hanging out

Ryan: tomorrow. Yeah. Thank you guys for watching. Thanks. Yeah.

See, we real estate disruptors. Can't nobody touch us. And yet we about to give you games. Shout out to Steve Trane. Real estate disruptors.

It cannot touch us. And, yeah, we've got to give you game. Shout out to to Steve Train. Jump on the Steve Train. We about to give you game.

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